Top 80+ Solved Personal Selling and Relationship Management MCQ Questions Answer
Q. The selling concept by which sellers and buyers come in direct contact is
a. Sales promotion
b. Personal selling
c. Public relation
d. Promotion mix
Q. Which of the following not comes under Pre Demonstration in Personal Selling?
a. Make the process as brief as possible
b. Make the process as complex as possible
c. Rehearse the approach to likely objection with colleague
d. Know the product’s selling point
Q. What are the objectives of personal selling?
a. Distinguish the various phase of selling process.
b. Close a sale
c. Know how to deal with buyer
d. All of these
Q. While developing ________________________ salesperson must know about thecharacteristics desired of the salespeople by buyers.
a. Presentation skills
b. Selling skills
c. Personal selling skills
d. Marketing skills
Q. J.A Howard gave a formula for ‘’Behavioral Equation” B=P*D*K*V What B stands for?
a. response or the internal response tendency, that is, the act of Purchasing a brand or patronizing a supplier
b. predisposition or the inward response tendency, that is, force of habit
c. present drive level
d. “incentive potential,” that is, the value of the product or its potential Satisfaction to the buyer
Q. Which theory is summarized as “Everything was Right” theory?
a. Situation Response Theory
b. Right set of circumstances theory
c. Buying formula theory of selling
d. Both 1 and 2
Q. What is the next step after “Need and Problem identification” in personal selling process?
a. The opening
b. Presentation and demonstration
c. Dealing with objectives
d. Negotiation
Q. Which among the following is not any stage of personal selling process?
a. The opening
b. Need and problem identification
c. Selling the product
d. Negotiation
Q. What is AIDA?
a. Attention Interest Desire Action
b. Attract Interest Desire Action
c. Attention Interest Design Action
d. Attract Interest Design Action
Q. _________________ is product reliability, after-sales service and delivery supported by penalty clauses so that the buyer can claim the cost if something go wrong during the given period by the salesperson.
a. Demonstration
b. Guarantees
c. Trail orders
d. Reference selling
Q. Purchase process if differentiated by a mental sequence of events that goes on inprospects mind is
a. AIDA
b. Buying formula theory
c. Selling theory
d. Marketing theory
Q. Which among the following are the methods for handling and overcoming objections inpersonal selling?
a. Third party compensation
b. Turn an objective into benefit
c. Deny objections tactfully
d. All of these
Q. Which among the following explains “Behavioral Theory Equation”?
a. Drives
b. Cues
c. Response
d. All of these
Q. Which among the following is a type of cue in “Behavioral Theory Equation” in personalselling?
a. No triggering cues
b. Triggering cues
c. Information cues
d. All of these
Q. J.A Howard gave a formula for ‘’Behavioral Equation”B=P*D*K*V What D stands for?
a. response or the internal response tendency, that is, the act of Purchasing a brand or patronizing a supplier
b. predisposition or the inward response tendency, that is, force of habit
c. present drive level
d. “incentive potential,” that is, the value of the product or its potential Satisfaction to the buyer